One morning Juan, a new sales hire for Acme, Inc., found himself under pressure from his manager, Brad.
“It’s been two months since you joined us,” Brad said briskly. “It’s time for you to step up. This quarter, I need you to set appointments with some new companies we are targeting. Here’s the list. Just schedule 20 new slots for conversations with 20 new people that we haven’t talked to before. Then have those conversations. Do that every month. I don’t care how you generate the appointments. I don’t care what script you use. I want you to push...
